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Agenda for "How to Sell Technology and Services to Management" Seminar

Morning Session

How to Generate Qualified Senior Management Leads, Create Value Up Front That Prospects Believe and How to Set Up Your First Appointment

• Why should a senior executive talk with you and how to create value over the phone
• Finding clients and penetrating their no-talk zone
• Developing your sales value proposition that puts your business value in front of you
• How to create inbound management leads using white papers and your web site as a strategic sales tool
• Management telemarketing do's and don'ts that most salespeople don't know
• 9 steps to build tactical telemarketing scripts that work with management
• How to manage gatekeepers
• OK you got through - Now what do you say?
• How to set up your first in-person appointment, qualify the prospect and prove to them that you are an industry specialist
• How to create executive language so prospects see you as a peer instead of a vendor
• The three business drivers that force management to buy and how to use them as selling tools
• How to setup and mange your 1st appointment with a IT executive buyer
• How to qualify C level executives and force them to prove to you that they are timely technology buyers …not just processional lookers.
• How to use prospect engagement tools to shorten sales cycles and manage decision influencers.

Afternoon Session

How to Give a technology Demo, Executive Briefing, or Webinar to Management and Win Deals

• Why most executive presentation teams fail before they walk in the door
• Learn how to prep for an executive briefing to increase your team collaboration
• Discover how to use the 3-Box Monty to sell management
• Develop overhead presentations that keep executives awake
• Use experiential communication techniques to increase your sales success
• Paint business value for the invisible audience of webinars
• 5 reasons why most webinars fail and how to prevent it
• Drive prospect participation during a webinar
• Use executive room dynamics to make sure your executive briefing prospects are qualified buyers

How to Handle Sales Objections, Improve Your Negotiating Skills, and Close More IT or Professional Services Deals

• Top 10 sales objections heard by account executives and how to handle each
• How to use psychological ROI
• Using the 7 “invisible value” techniques to make management buy
• How to negotiate from value not from win/win
• The six types of competitors and how to deal with them
• How to negotiate with senior executives once they say no
• How to use premeditated concessions to win more deals
• Using emotion management as a tool to close
• Tactical and strategic steps to use when negotiating
• It's not always what you say; it's what they hear
• Understanding the study of enneagram personality concepts to sell more C level executives
• Assumptive negotiating methods to use with executives
• The top seven variables IT quota busting salespeople all have and that you need  to succeed in today’s economy

This seminar also includes:

• Checklists
• Templates
• Outlines
• Step by Step Procedures
• Case Studies